Part II Listening and Speaking
A: Warming Up
Look at the pictures and work in pairs to discuss the following questions.
1. You can see company profiles in some advertisements, especially employment advertisements in newspapers or on websites. It can provide much information about the companies.
2. You can see the company brochure or profile in Picture B. The construction of the company includes Operations, Human Resource department, Marketing department, Technology department,Administrative department, and so on.
B: Vocabulary and Sentences
I. Listen to the following phrases and write down the Chinese meanings.
1. family enterprise 家族企业
2. private business 私营企业
3. listed company 上市公司
4. leading enterprise 龙头企业
5. state-owned enterprise 国有企业
6. small-and-medium-sized enterprise 中小企业
7. Chinese-overseas equity joint venture 中外合资企业
8. private limited company 私人有限公司
9. public limited company 股份有限公司
10. multinational corporation 跨国公司
11. marketing department 市场部门
12. HR department 人力资源部
13. technology department 技术部门
14. administrative department 行政部门
15. production department 生产部门
II. Listen and complete the sentences with the right words.
1. Do you want to know something about our company structure?
2. What is the name of your company?
3. Our company was founded in 1919.
4. The company’s headquarters is in Hong Kong.
5. How many departments are there in your company?
6. What are your main products?
7. Our company mainly handles the export business.
8. How many employees do you have?
9. We enjoy good reputation in the world market for high quality and reasonable prices.
10. What’s your market share?
III. Listen to the dialogues and choose the sentences you hear.
Script:
1. —When was your company founded?
— Our company was founded in 1919.
2. —Where is your headquarters?
—The company’s headquarters is in Hong Kong.
3. —How many departments are there in your company?
—Our company consists of three departments: production, purchasing, and finance.
4. — What are your main products?
—We mainly produce printing and copying machines.
5. —What is the name of your company?
— ABC Company.
6. —What do you mainly handle?
—Our company mainly handles the export business.
7. —How many employees do you have?
—We have over 2,000 employees.
8. —Do you want to know something about our corporation structure?
—Yes, I am a newcomer, and I want to be familiar with our corporation structure.
9. —Why do you enjoy good reputation in the world market?
—We enjoy good reputation in the world market for high quality and reasonable prices.
10. —What’s your market share?
—We have 40% market share.
Keys: 1. A 2. A 3. A 4. A 5. A
6. A 7. B 8. A 9. A 10. B
C: Process Viewing
Video Episode 1
Script:
(Tom is a newcomer, and Mr. White is helping him to be familiar with the company’s organisation.)Mr. White: Here is our organisation chart. It shows how the departments are structured. We have recently divided the company into three major sections: Operations, Marketing and Sales, and Finance and Administration.
Tom: Customer Service is a part of Marketing and Sales Division?
Mr. White: Yes. Marketing and Sales Division has a number of departments: Customer Service,Advertising, Communications, and, of course, Sales and Marketing.
Tom: And Operations?
Mr. White: Operations Division is made up of Manufacturing, Materials, Shipping and Distribution,MIS, and R＆D.
Tom: And the department managers report to the directors who report to the CEO?
Mr. White: Right. Now, keep in mind that the directors often compete with each other to be in good standing with the CEO.
Tom: I guess it would be helpful to make your division look as good as possible in the eyes of the CEO.
Mr. White: Hmm, now you’re getting it. Oh, here comes the CEO.
(汤姆是新来的员工，怀特先生正在帮助他熟悉公司的组织机构。)
怀特先生: 这是我们的组织结构图。它展示了部门的构成。我们最近把公司分为三个主要部门:运营、市场营销、财务和行政。
汤姆: 客户服务是市场营销的一部分？
怀特先生: 是的。市场营销部有很多部门:客户服务部、广告部、传讯部，当然，还有市场营销部。
汤姆: 然后运营部呢？
怀特先生: 运营部由制造、材料、运输和分销、管理信息系统和研发部门组成。
汤姆: 部门经理向主管汇报，而主管又向首席执行官汇报?
怀特先生: 正确。现在，请记住，主管们经常为了和首席执行官搞好关系而相互竞争。
汤姆: 我想，让你的部门在首席执行官的眼里看起来尽可能好，对公司是有帮助的。
怀特先生: 嗯，现在你明白了。哦，首席执行官来了。
Keys:
I. Watch the video episode and decide whether the following statements are true (T) or false (F).
1. T 2. F 3. F
II. Watch the video episode again and choose the sentences you hear.
1. A 2. A
Video Episode 2
Script:
(Miss Laura is a foreign visitor, and Tom is introducing the company to her.)
Tom: Miss Laura, welcome to our company. Nice to meet you.
Miss Laura: Nice to meet you, too.
Tom: I would like to introduce our company to you and show you around our modern factory. I am sure you will be interested.
Miss Laura: Thank you. It is so kind of you.
Tom: As you know, our company is located in Beijing, China. It is the world’s fourth-largest PC maker,and has long dominated the Chinese market, the world’s second-largest.
Miss Laura: I see. So, what lines of business are you in?
Tom: Our company trades mainly in desktop personal computers, notebook personal computers, cell phones, and servers.
Miss Laura: When was your company founded?
Tom: In 1984. Our company doesn’t have a long history, but we are very competitive in the market place.
Miss Laura: Very impressive!
（劳拉小姐是一名外国访客，汤姆正在向她介绍公司。）
汤姆: 劳拉小姐，欢迎到我们公司来。很高兴认识你。
劳拉: 很高兴认识你。
汤姆: 我将向你介绍我们的公司，并带你参观我们的现代化工厂。我相信你会感兴趣的。
劳拉: 谢谢你！你真是太好了。
汤姆: 如您所知，我们公司位于中国北京。它是世界第四大个人电脑制造商，并长期主导世界第二大的中国市场。
劳拉: 我明白了。请问你们公司具体是从事哪一方面的业务？
汤姆: 我们公司主要经营台式电脑、笔记本电脑、手机和服务器。
劳拉: 你们公司是什么时候成立的？
汤姆: 1984年。我们公司历史不长，但我们在市场上很有竞争力。
劳拉: 你们公司让我印象深刻！
Keys:
I. Watch the video episode and choose the missing words according to what you hear.
1. When was your company founded？
2. As you know, our company is located in Beijing, China.
II. Watch the video episode again and choose the correct answers.
1. C 2. B
Video Episode 3
Script:
(Tom is discussing with his boss Len Matheson on how to deal with the company’s expansion.)Tom: Mr. Matheson, I’ve studied all your reports, and our company is making excellent progress.Len: So, what are your plans for my new organisational structure?
Tom: First, let’s start with our operation here. I think we should set up separate Administrative, Clerical,Back office, and support functions. There’s too much work for your personnel to wear more than one hat any more.
Len: Yes, they’ve already overworked. But that will entail more managerial functions, won’t it?
Tom: That’s right, and we’ll need at least two new managers for separate Marketing and Product Development departments.
Len: Good, you did an excellent job. Thank you for your suggestion.
Tom: Thank you for trust again. I am very glad to do it.
（汤姆正在和他的老板伦·马西森讨论如何应对公司的扩张事宜。）
汤姆：马西森先生，我研究了您所有的报告，我们公司正在取得很大的进步。
伦：那么，你对于我的新组织结构有什么计划？
汤姆：首先，让我们从运营开始。我认为我们应该设立单独的行政、文书、后勤部门和支持机构。您的职员们的工作太多了，不能再身兼数职了。
伦：是的，他们已经过度劳累了。但这将需要更多的管理职能，不是吗？
汤姆：没错，我们至少需要两个新的经理来负责单独的营销和产品开发部门。
伦：很好，你干得不错。谢谢你的建议。
汤姆：再次感谢您的信任。我很高兴这样做。
Keys:
I. Watch the video episode and choose the possible sentences which have the same meanings as the sentences you hear.
1. A 2. A
II. Watch the video episode again and answer the following questions.
1. We should set up separate Administrative, Clerical, Back office, and Support functions.
2. Two.
3. Yes, he does.
Speaking
Omitted.
D: Situational Viewing
Video Episode 4
Script:
(Tom is talking about opening oversea branch offices with his colleague Mike.)
Tom: It’s time to open our oversea branch offices.
Mike: Shall we hire local people to work in the branch offices?
Tom: Of course, but not everyone will be local.
Mike: Management in a branch office is very important.
Tom: So we’ll bring in some managers from our home office.
Mike: They need to know the business.
Tom: They also have to be sensitive to the local culture.
Mike: Would you please give an example?
Tom: Say, managers sent to Latin America must be powerful.
Mike: Why?
Tom: If not, their employees will consider them weak and they will not have the orders carried out.
Mike: Yeah, the management style should be adjusted to the local culture.
(汤姆正在和他的同事迈克谈论开设海外分公司。)
汤姆：是时候开设我们的海外分公司了。
迈克：我们雇当地人到分公司工作吗？
汤姆：当然，但不是每个人都是本地人。
迈克：分公司的管理很重要。
汤姆：所以我们从总部引进一些管理人员。
迈克：他们需要了解公司状况。
汤姆：他们还必须对当地文化敏感。
迈克：请你举一个例子好吗？
汤姆：比方说，派驻拉丁美洲的经理人必须强大。
迈克：为什么？
汤姆：如果不这样，他们的员工会认为他们软弱无力，他们就不会执行公司的命令。
迈克：嗯，管理风格应该适应当地文化。
Keys:
I. Watch the video episode and decide whether the following statements are true (T) or false (F).
1. T 2. T
II. Watch again and rearrange the following sentences in sequence of happening.
1—2—3
Video Episode 5
Script:
(Tom is discussing with the department manager Michael about the company’s merger plan.)
Tom: We need to make this decision now. Michael, it can’t wait any longer.
Michael: I know, I know. Managements are all about decisions, but this one could make or break us.
Tom: Nevertheless, we need to make one. I suggest we accept the merger offer, as I agree on the report’s findings that it would be better for the company in the long-term future.
Michael: But what do other department managers think? Did you hold the employee meeting yesterday?What was the general reaction?
Tom: Most of them believed that you should agree.
Michael: Well, then I shall consider the thoughts of my employees, so I will agree on it.
Tom: OK, I will make the necessary phone-calls and announcements.
Michael: I believe it will be. It should open up a whole new world of opportunities for the company.
（汤姆正在与部门经理迈克尔讨论公司的合并计划。）
汤姆：我们现在需要做出决定。迈克尔，不能再等了。
迈克尔：我知道，我知道。管理都与决策有关，但这个决策可能成就我们，也可能毁了我们。
汤姆：但我们需要做一个决定。我建议我们接受合并提议，因为我同意报告的结论，即从长远
来看，这对公司来说会更好。
迈克尔：但是其他部门经理是怎么想的呢？你昨天召开员工会议了吗？总体的反应是什么？
汤姆：他们中的大多数人认为你应该同意。
迈克尔：好吧，那我就考虑我的员工的想法，所以我会同意。
汤姆：好的，我会打必要的电话并出通知。
迈克尔：我相信会的。合并会为公司打开一个全新的充满机会的世界。
Keys:
I. Watch the video episode and choose the correct answers.
1. A 2. A
II. Watch again and decide whether the following statements are true (T) or false (F).
1. T 2. T
Video Episode 6
Script:
(When carrying out the merger plan, Tom is in charge of establishing relations with foreign companies.)Mike: Tom, another purpose of my coming here is to inquire about possibilities of establishing longterm trade relations with your company.
Tom: Your desire to establish long-term business relations with us coincides with ours, but I don’t know much about your company.
Mike: Concerning our financial position, credit standing and trade reputation, you may refer to New York Branch, the Bank of China, or to our local chamber of commerce. Our low taxation, large consumer market, stable political and social environment have attracted a growing number of oversea investors. Your wish to establish a long-term cooperative relationship with our company coincides with ours, too.
Tom: Thank you for your information. I think that establishing business relations between us will be beneficial to both of us.
Mike: This is my first visit to your company. I’d appreciate your kind consideration in the coming negotiations.
Tom: We are very happy to be of help. I can assure you of our close cooperation.
（在执行合并计划时，汤姆负责与外国公司建立长期关系。）迈克：汤姆，我来这里的另一个目的是询问与贵公司建立长期贸易关系的可能性。汤姆：你和我们建立长期业务关系的愿望与我们相吻合，但我对贵公司了解不多。迈克：关于我们的财务状况、信用状况和贸易信誉，您可以参考纽约分行、中国银行或我们当地的商会。我们的低税率、庞大的消费市场、稳定的政治社会环境吸引了越来越多的海外投资者。你们希望建立长期合作关系的愿望也与我们是一致的。
汤姆：谢谢您提供的信息。我认为，建立我们之间的业务关系将对我们双方都有利。
迈克：这是我第一次来贵公司。在接下来的洽谈中，还请多加关照。
汤姆：我们非常高兴能帮上忙。我保证通力合作。
Keys:
I. Watch the video episode and choose the correct answers.
1. A 2. A
II. Watch the video episode again and answer the following questions.
1. Because of their low taxation, large consumer market, stable political and social environment.
2. Yes, I do. I think our cooperation will be beneficial to both sides in the future.
Speaking
Work in pairs to make up a dialogue with your partner according to the following situation.
Suppose you are Tom, and the department manager asks you to be in charge of establishing long-term relations with Mr. Han’s company. What will you say?
Reference:
Tom: Tell me, Mr. Han. What do you suggest if we establish long-term business relations?
Han: Surely it’s a good idea, Tom. But I have a few questions for you first.
Tom: I am all ears.
Han: First, can I know something about your financial situation?
Tom: Sure. As for our financial situation, you can inquire about it in the national bank. It handles all our financial documents.
Han: Thank you. And how is your business in the clothing business circle?
Tom: A very good question. It’s very honourable for me to tell you that our business relations cover all over the world and all our products have very good business reputation.
Han: Then what do you deal with?
Tom: We deal with kids’ clothing, women’s clothing, and men’s clothing.
Han: That’s nice. They provided us with convenient choices.
Tom: As for the regular customers, we have some favourable terms.
Han: I’d like to hear that.
Tom: For the substantial regular customers, we offer 5% commissions.
Han: That sounds attractive. All right. How about that we sign a one-year contract?
Tom: Fabulous. I will get the contract ready shortly.